Categories: Sales Negotiation | Selling to the C-Suite
The sales landscape has changed more rapidly in the past few years than ever before. From a worldwide pandemic to emerging technologies and fluctuating economic factors, the way that buyers make a purchase decision has evolved. In some ways, these changes require new sales approaches. More likely, these changes have created a stark disparity in the skills of teams who succeed and those who fall behind.
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Categories: Sales Process
The buying committee is changing. The average buying committee is now between 8 and 10 decision-makers. This means the sales process is more complex than ever, and ongoing budget concerns add another layer of challenges for your sales team. When you're putting time and resources into sales cycles that last an entire quarter or much longer, the last thing you want is for an unexpected requirement, budget allocation or a last-minute stakeholder interjection to throw a wrench in your plan and stall or kill your deal.
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Categories: CRO Best Practices | Economic Change | Sales Leadership
We recently hosted a panel discussion with several top revenue leaders in the sales industry, facilitated by sales veteran and Force Management Partner Brian Walsh. Boomi CRO Marcy Campbell, NWN Carousel CEO and President Jim Sullivan, and Battery Ventures Operating Partner Bill Binch joined us to share each of their unique perspectives on what's driving positive revenue outcomes for sales organizations in our ever-changing economic environment.
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Categories: Podcasts
There's no one recipe for success. Every leader has their own unique strategies and practices that they swear by. And yet, there are some great habits that are undeniably shared between many great leaders, including the ones who join us on Revenue Builders. Some of the most common themes in our discussions with the sales greats are a learning mindset, a focus on people, and a willingness to push on through hardship and failures. Our guests last month on Revenue Builders all live by those themes, but they each have their own personal approaches and anecdotes. Wherever you are in your career, dig into the four episodes below to get inspired. Make sure to tune in to the Revenue Builders podcast on your favorite podcast player, so you can easily download, listen, and share.
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Categories: Economic Change | Sales Leadership
We recently hosted an Industry Leadership Panel where we talked to three growth-oriented business leaders about what top organizations are doing to drive success in the current market. There were a few questions we saw over and over again from the audience, so we wanted to take the time to provide some relevant resources around those topics. Keep reading for podcasts, blogs and videos from our library that address the four most commonly asked questions from our webinar about economic change. We got even more nuanced and unique perspectives on these topics from our panel guests during the event. If you missed the panel discussion, you can watch it on demand here. The conversation dove into specific lessons and action items for leaders in every industry on how to support teams, shift priorities, and drive growth outcomes in our current economy.
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Categories: Cloud Computing | Cybersecurity | Economic Change
Every industry is impacted by the ongoing economic uncertainty in recent months, including cloud data and cybersecurity sales. Whether your team sells SaaS, IaaS or PaaS solutions, you’ve likely been faced with customers changing purchasing protocols and placing higher scrutiny on budget approvals. These obstacles may present a huge threat to your company’s growth goals unless you’re able to adapt your sales approach to address these new challenges. Now is the time to support new behaviors on your sales team to help reps have greater impact and meet your revenue objectives. We’ve outlined three of the most critical skills for cloud data and security sales reps in today’s market and how sales leaders can enable them.
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